Do you sell to secondary motivators or do you uncover the core motivators that create urgency to buy today?
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If your value proposition centers around saving money, try focusing on the emotional benefits they’ll receive from the savings: tell them what they can DO with the money they save. My stepson Isaac sells solar panels. He’s risen to the top 20% in his company. When I asked him how he beats the competition, he replied, “All the other sales guys talk about the money the customer will save by installing the panels. I spend a bit more time with my customers. I dig deeper.
“Last night, I found out that Mrs. O’Neil was intent on refurbishing her kitchen. So, I not only told her she’d save $300 per month, but I recommended she use part of the monthly savings to finally upgrade her kitchen with marble countertops and top-of-the-line appliances. I even recommended a contractor. She bought on the spot!”
Watch this video where we discuss this concept in more detail.
